What am I doing wrong?

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Jun 23, 2009 1:10 pm

I recently took a business development position with a national firm. I know it's a strong company, gives tons of resources and has the capital needed to back it all up... Yet I can't potential candidates to give me the time of day. Not even for a 15 min conversation.



I try to be empathetic to what brokers are going through but the only response I get is to call back in a couple months. I can't figure out why someone wouldn't want to at least keep their options open given everything that's happened within the past year.



The region I cover is highly populated with brokers so I know there's plenty of opportunity there... Just looking for feedback from you folks to see if there's something I'm doing wrong.

Jun 23, 2009 1:14 pm

What firm do you work for that may be the problem, if it is a good firm and you are not a total douche..you will be gettign brokers so the problem is you work for a firm people dont want to touch or you come accross like a douche...have you ever been a broker? If you haven't you probably wont get alot of respect from those you are calling on.

Jun 23, 2009 1:32 pm

Could it really be the firm? I'm reluctant to post the name. It's definitely not broiler room... the exact opposite... Fortune 500. Offers both indi & employee platforms. Got approved for but didn't take any tarp $$$.



Here's the kicker... I've talked to a ton of brokers and I know I can do better for them. Locked in payout for 3 yrs... asset & production back-end bonuses... bonus for transitioning... marketing $$$ (2% of T12). That's literally scratching the surface.



Wondering if I should be more aggressive but I don't want to leave a bad impression of the firm with anyone...

Jun 23, 2009 1:37 pm

Haven't been a broker. Worked with several but never been one personally. Also, I'm a female. Does that make a difference?

Jun 23, 2009 1:46 pm

Drip.  If you really do believe in what your firm has to offer, then keep dripping.  I gather from your post that you are trying to get brokers to move over to your indy firm?  I am guessing Lincoln?  AXA?

 
Depending on who you are, people may not be inetrested.  Many big-production brokers are not interested in the insurance-branded firms (if that is in-fact what you are doing).  But if you begin educating them through a drip campaign, you might pique their interest.  This is not a decide-today thing for most people.  And most people that are thinking about it are not sharing it with others (due to the sticky nature of switching firms), especially not a complete stranger from a firm they may not even be considering.
Jun 23, 2009 1:48 pm
ITaiMayH:

Haven't been a broker. Worked with several but never been one personally. Also, I'm a female. Does that make a difference?

 
No, unless you come across as a "salesperson" that doesn't have any experience in what she's doing and was just hired because she's cute.  Just being honest.
Jun 23, 2009 2:27 pm

Sounds like Ameriprise. Someone called me with a similar sounding offer.

Jun 23, 2009 2:53 pm

That's what my guess was going to be..

Jun 23, 2009 4:12 pm

Well if it's Ameriprise, then there's your problem.

Jun 23, 2009 4:38 pm
ITaiMayH:

Haven't been a broker. Worked with several but never been one personally. Also, I'm a female. Does that make a difference?



Of course, it makes a difference. Are you hot or ugly? Please describe yourself.

Jun 23, 2009 4:42 pm

Funny boy. I wish that would be an easy explanation but I do calls only... not meetings.

Jun 23, 2009 4:47 pm
ITaiMayH:

Funny boy. I wish that would be an easy explanation but I do calls only... not meetings.



I can tell a hot chick over the phone.

Jun 23, 2009 5:00 pm

You sure it's a recruiter you're talking to and not somebody from a 900#?

Jun 23, 2009 5:28 pm
Alice Cooper:
ITaiMayH:

Haven't been a broker. Worked with several but never been one personally. Also, I'm a female. Does that make a difference?

Of course, it makes a difference. Are you hot or ugly? Please describe yourself.





Damn it Alice! You beat me to it.



Can we see a picture? I will tell you how you can get through to brokers and advisors, but you'll have to send a picture first.

Jun 23, 2009 5:36 pm

Sorry. Not in the business of selling skin.

Jun 23, 2009 5:41 pm

I got it. Ugly.



Good thing you sell over the phone then.

Jun 23, 2009 6:43 pm
Moraen:

I got it. Ugly.



Good thing you sell over the phone then.



Definitely ugly.

Jun 23, 2009 7:28 pm

I'll third the AMP guess.   You are screwed if it is AMP.  It doesn't matter how good you think that they are.  Their reputation in the industry is negative. 

 
I'm going to guess that she is hot.   Recruiters who can't recruit get hired because of their looks.
Jun 23, 2009 7:50 pm
ITaiMayH:

Could it really be the firm? I'm reluctant to post the name. It's definitely not broiler room... the exact opposite... Fortune 500. Offers both indi & employee platforms. Got approved for but didn't take any tarp $$$.

 

Yes, it could definitely be the firm.  There are 3 firms I know of who have both indi & employee platforms:  Raymond James, Ameriprise, and Waddell & Reed (although there are probably others).  If it is Raymond James, then you shouldn't be having any problems, as they are a well-respected firm.  If it is Ameriprise, then that is definitely the reason why you are having problems, as they have a terrible reputation among brokers.  Waddell & Reed also doesn't have a very good reputation, although probably still a step up from Ameriprise.  However, based on what you said above (Fortune 500, got approved for TARP but didn't accept), it sounds like Ameriprise.  Sorry!  But best of luck to you...
Jun 23, 2009 8:26 pm

Ameriprise will automatically institute a hangup from most brokers, the only reason they may actually listen to the pitch is becasue you are female and sound cute...but they won't actually sign with you!